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What to do next Part II

If you have owned your Eloqua / Oracle Marketing Cloud system for a while, this video gives you some options and comparisons on typical goals to consider next including Customer Nurture Campaigns, Executive Analytics, Closed Loop Reporting and more.

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Additional Videos

What to do next

Part I

Basic Integrations

What to do next

Part III

Basic Integrations

Basic Integrations

Basic Integrations

Three Implementation

Integration Options

Basic Integrations

0:00 Hi I'm Mark LeVell from 4Thought Marketing and this is the second in a series of what to do next with your Oracle Eloqua Marketing Cloud
0:14 in our last video we talked about the basics the CMO zone and the prospects zone today we're gonna talk
0:18 about the sales zone and this is where after you taking care of the basics you want
0:23 to first of all and and foremost implement basic lead scoring and this is
0:27 very simple to do in Eloqua if you've already done that though you may find
0:30 that it's not enough that it doesn't give you enough control enough granularity
0:34 enough accuracy in terms of your elite scores and if that's true you may want
0:38 to do advanced lead scoring there's several different techniques available
0:40 in advance
0:41 lead scoring including statistical analysis to determine what the right
0:45 algorithm is for your lead score and all sorts of controls including something
0:49 called data quality scoring which not only scores the lead themselves but scores the quality of the
0:54 the underlying data leading to the lead scorer finally if you've implemented
0:58 basic lead scoring and advance lead scoring you may want to implement some
1:02 of the sales enablement tools that allow you to get information on the digital
1:06 body language the form submissions the website visits the email click-throughs
1:11 that your sales reps can see right on screen as part of their CRM system
1:15 giving them more information and better insight into what's happening from a
1:18 marketing perspective finally if you've done that one of the last questions you may want
1:23 to ask in this area is do your salespeople allow leads to slip through
1:26 the cracks and it's unfortunate but a fact of sales that because sales gets busy at
1:30 the end of the quarter they may allow leads to slip through the cracks just
1:33 because they're busy or on vacation or because of processing mistakes leads may
1:38 slip through the cracks and this is where marketing can catch the leads that
1:41 are not being followed up not being acted on you can tell there's no notes
1:46 on them in the CRM system and automatically nurture them lastly you
1:50 can give sales reps nurture control and that nurture control allows the sales
1:54 reps to put people on specific nurturing campaigns or take them off specific
1:58 nurturing campaigns thereby controlling what's happening from a nurturing
2:02 perspective process
2:03 so these are all some great things you can do from a sales perspective is next
2:07 steps in your local marketing or Eloqua Marketing Cloud the next zone is the
2:12 customer zone a lot of companies overlook the value of nurturing and selling
2:16 and cross-selling into the customer zone so there's a lot of value here a lot of missed value
2:20 for a lot of our a lot of our customers and the first step here is to make sure that
2:24 within Eloqua you have the ability to differentiate accurately whether
2:28 somebody's a prospect or customer whether a company is a prospect or customer
2:32 and if you haven't set that up you definitely should take that as the first
2:36 step in the customer zone the second to last thing you can do in the
2:39 customer zone is an onboarding or customer support campaign basically a
2:46 campaign that when somebody buys your product or even for those those
2:49 companies have had it for a while
2:51 implemented nurturing program that takes them through some basic capabilities over
2:54 time and allows them to get better at it through series of emails that increases
2:59 their knowledge increases their connection and engagement to you over time it's a great way for connecting
3:04 the marketing department and for that matter your company to your
3:08 customers and finally the last one we have here is regarding renewal revenue if
3:12 you're a company that has renewal revenue perhaps lease contracts or
3:16 software recurring revenue contracts or maintenance contracts that
3:19 renew recurrently having a nurturing campaign setup that at the
3:24 point of renewal if the point of renewal is here you can go back in time
3:28 maybe two months and two months before that say hey your renewal is coming up and
3:32 we'll give you a 20% discount if you renew early and then a month before hey
3:37 your renewal is now getting close and then hey your renewal is now due and now your
3:41 renewal is past due and hey we're about to cut you off and hey we have cut you off and hey we would like you back this can be a whole
3:47 renewal campaign that can reduce costs if you doing this manually in house and
3:51 if you're just doing it through the sales reps on more of an ad hoc basis
3:55 can increase retention rate customer retention rate because they're they're
3:59 really pinged about the renewal process so those are the key items you can do in the
4:03 customer
4:04 zone this is the end of the second video in the what to do next series please
4:09 check in for our third
4:10 thank you

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